Integrators that have strong relationships with application developers are being actively recruited by a new player in the software market.
Previously named CrossRoads, CrossWorlds Software products integrate popular applications and legacy systems by providing cross-application business process functionality. The products come under a new category, known as processware. Typically, the products would integrate customer interaction, enterprise resource planning (ERP) and supply chain packages.
CrossWorlds' regional manager Mark Dowling said users are now buying the integrator rather than writing it themselves, reflecting a shift in the market's attitudes.
While processware might be a new area in the software market, major investors have already shown their confidence in CrossWorlds by injecting more than $40 million into the company. Investors include SAP, Baan, Compaq, Intel, PeopleSoft and Ernst & Young.
Dowling identified three markets for CrossWorlds: high-end verticals that are serviced by the "big six" consultants; top 100 businesses serviced by a direct sales force; and the boutique firms that are built around partners like SAP and PeopleSoft.
Dowling admitted there is a "lack of bandwidth in the CrossWorlds channel", and said the company was looking to appoint "five or six" integrators in Australia, on top of its direct sales force. There have been no sales of CrossWorlds in Australia yet.
However, Brisbane-based Data#3 is the first integrator to be appointed by CrossWorlds. Data#3 solutions specialist Paul Dixon said his company was selected because of its relationship as a SAP reseller and technical provider. Dixon said CrossWorlds gave Data#3 the "opportunity to integrate with other environments" and had a fairly long sales cycle.
CrossWorlds was launched in the Australian market late last year. The company was established two years ago by developer Katrina Garnett, who worked previously with Oracle and Sybase. The programs are written in Java and include an application server, collaboration tools and connector tools.
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